Feeling the Love for Our Clients

At SiriusDecisions, we spend a lot of time talking about benchmark data, operational excellence, cross-functional alignment, best practices, and business growth. This is a good thing because we take pride in our work, but today I want to take a moment to acknowledge that most importantly and above all else, we are a people business.

At the core of everything we do are deep relationships with our clients, which are based on mutual trust, curiosity, desire to succeed, and admiration. Everything SiriusDecisions is known for - our research, our benchmark data, all of our insight into what actually works and what doesn’t work - comes directly from our work with our clients. Our analysts (all of whom have long backgrounds as practitioners) can’t introduce a piece of research for peer review without answering the question “Who is doing this, and how is it working?” Clearly, we iterate and build on what we observe our clients doing, but the truth is, our clients’ success is our success. Our internal mantra, especially among our analysts, consultants and account teams, is always “How do I maximize my client’s business and personal success.” It’s what we stand for and what motivates us.

Sadly, I can’t acknowledge all of our clients in this one post. So, I’ve decided to highlight our SiriusStars. These are clients, nominated by our account, analyst and consulting teams, who have done exceptional work with us and consistently push themselves (and us) to be better. In addition to being accomplished professionals in their fields they’re also exceptional people who are a lot of fun to work with. Here they are! 

David Somers - Director, Global Sales Enablement and Development Programs at Red Hat

Leveraging the SiriusDecisions Sales Onboarding Execution Framework, David and his team overhauled the sales onboarding process at Red Hat to develop a comprehensive 90-day experience that combines self-paced e-learning with scenario-based, face-to-face knowledge application.

Zoe Mol - VP Global Marketing and Conferences at S&P Global Platts

Using the Marketing Enablement Process Model, Zoe created a roadmap for the marketing function which contributed to raising marketing’s profile within the business and delivered a functional transformation to ensure the structure and enablement of her team supports the requirements of a heavily regulated environment.

Cyrille Brisson - EMEA Marketing Vice President at Eaton

Cyrille lead the team at Eaton that won a Return on Integration (ROI) Award at 2017 Summit Europe for their work to rebalance content to be persona-driven, shift their digital approach by creating an engine focused on analytics rather than production and improve cost-efficiency and effectiveness. Their efforts have resulted in decreased production time and costs and increased business agility.

Danister De Almeida - Vice President, Global Channel Marketing at Riverbed Technology

Dani lead the team at Riverbed that won the Program of the Year Award at SiriusDecisions 2018 Summit for Channel Demand Creation. They earned this award through their development of Riverbed Reach, which supplies their partners with integrated campaigns and other marketing resources to help them acquire and convert prospects into customers at a faster rate.

Gretchen Eischen - VP, Marketing Strategy & Operations of SAP Ariba

Gretchen was part of the team that won the ROI Award at SiriusDecisions 2017 Summit for their work in implementing the Demand Waterfall, the Marketing Operations Maturity Model and the Marketing Planning Process. As a result, they increased alignment across their team, with the sales organization and across processes, platforms and every form of measurement. 

Kathleen Pierce - Director, Global Commercial Enablement at Illumina

Kathleen lead the team that won the Content Strategy & Operations ROI Award at SiriusDecisions 2018 Summit for their work to establish a high-performing content engine by building a content operations hub, rearchitecting content workflow processes, and optimizing internal content findability and adoption.

Dominic Tavassoli - VP Product Marketing & Management at HID Global

Dominic has standardized the SiriusDecisions Product Marketing and Management Model, swiftly rolled out high impact new templates (business case, specifications) and the portfolio assessment tool across multiple business units and worked on portfolio optimization, value-based pricing and the innovation gateway.

Rachel McClary - CMO at Arcserve

Rachel was nominated for the SiriusStars program because of her exceptional work in the areas of brand awareness, messaging and reputation, which took Arcserve to a whole new level.

Debbie Umbach - VP of Marketing at BitSight

Debbie has leveraged the Demand Waterfall to align sales and marketing on the lead management process, implemented the Eight Cs of Effective Organizational Design and utilized best practices to establish SLAs within the organization. 

Michelle McCarthy - Director of Marketing Operations at Blackbaud

Michelle fully operationalized the Demand Waterfall and presented her story at SiriusDecisions 2016 Technology Exchange and has been at the front lines of several significant changes to the Blackbaud technology stack and by extension the sales and marketing culture at Blackbaud. She was a "Top Marketing Operations Leader You Should Know in 2018" and a "2016 Top Demand Marketing Game Changer."

Miriam Newton - VP Product Marketing at Amazon.com, Inc.

Miriam first became a SiriusStar while at her previous company Criteo. She built the product marketing function at Criteo from scratch, which included rebuilding the product messaging, building the product marketing team and product and feature naming. 

Steve Hardy - Head of Marketing at PerkinElmer

Steve's quick adoption and operationalization of the 8 C's of Effective Organizational Design and the Marketing Ecosystem helped him lead the transformation of his marketing organization to a modern function, increasing marketing-sourced revenue to 59% and influenced to 42%.

Patty Foley-Reid - Senior Director, Marketing Investments and Analytics at IBM

While at Veracode, Patty implemented the Demand Waterfall, enabling her team to track leads through an agreed-upon funnel and as a result, significantly increase conversion rates and sales productivity.

Kathy English - VP, Global Marketing at Vocera

Kathy and team implemented the Campaign Framework, developed C-suite personas and training materials and took an ABM approach to successfully penetrate the enterprise segment.

Karen Loiterstein - SVP, Marketing atEnterprise Bank & Trust

Karen has leveraged her relationship with SiriusDecisions analysts to be able to display and elevate the power of marketing in a highly regulated financial services firm.

Mary Backstrom - VP, Marketing strategy and Insights at PAREXEL

Mary and team implemented the Product Marketing and Management Model to re-launch PAREXEL's genomic research services with a more audience-centric approach that has significantly improved audience experiences and engagement.

Peggy Costabile - Senior Director, Global Customer and Channel Marketing at Honeywell

Peggy's work spans across demand marketing, with a hyper focus on program delivery. She has worked with SiriusDecisions to improve her own skillset, assess & improve the skills and competencies of her team, and drive stronger alignment with key stakeholders across her organization, driving greater profitability and efficiency for Honeywell. 

Bryan Hauptman - Senior VP of Global Sales at Datto 

Bryan and his team went through the SiriusDecisions Sales Activity study as well as the Chief Sales Officer and Chief Marketing Officer benchmarks. Through this process, Bryan enabled his reps to be more productive, resulting in 85% of sales reps exceeding their quota.

Mark Erwich - VP of Marketing at Imprivata 

Mark was one of the early adopters of the SiriusDecisions Demand Unit Waterfall and through the implementation of this model, Mark and his team created an improved way of measuring the success of marketing, which in turn created greater visibility to the executive team. As a result of their work with the Demand Unit Waterfall, Mark and team won a ROI Award at 2018 Summit. 

Regan Yeldell - Senior Marketing Director, Demand Generation at Comcast

Regan led her team through the internal Comcast ‘Know Every Business’ project focused on campaign effectiveness through lead management and scoring, as well as setting the groundwork to develop a true demand center in 2018.

Interested in learning more about our beloved SiriusStars? Discover their stories here.